infrastructure installation companies at a disadvantage. The stakes are high - businesses that do not adapt to these modern strategies risk losing customers, revenue, and their position in the market. ICT firms must rethink how they price their service offerings. There is an industry shift toward value- based and outcome-based pricing models, providing insights to help better align strategies with value delivered to customers. The solution is access to frameworks and best practices that can empower businesses to thrive in a dynamic market. Sales and revenue leaders are indicating that they need to move away from leading with features and functionality. To do that, many are moving to “outcome selling”. This shift emphasizes the importance of aligning sales efforts with customer outcomes to drive long- term success, particularly in service business models. The discussion underscores how businesses can optimize revenue by understanding and implementing outcome-driven sales strategies that focus solely on features to prioritize customer outcomes and long- term value. It is important to align initial sales strategies with ongoing customer lifecycle management to ensure adoption and renewal. One strategy is to focus on key performance indicators (KPIs) and their role in monitoring success. This emphasizes the necessity of identifying customer-specific metrics to demonstrate success effectively. There is a critical need for technology organizations to transform their pricing strategies from traditional cost-plus models to value-based frameworks. As customer expectations evolve, businesses will need to adapt to remain competitive or risk losing market relevance. ADVANCES IN TECHNOLOGY HARDWARE The following advancements in technology are among the many developments that will drive new capabilities and revenue streams for the ICT company of the future. Edge AI Hardware Growth Edge AI involves processing AI algorithms directly on devices at the network's edge, closer to where data
is generated. This offers benefits like reduced latency, improved data security, and lower costs compared to cloud-based solutions. Key drivers include the surge in IoT applications, the increasing adoption of 5G connectivity, and advancements in AI algorithms and hardware. AI cluster port speeds are rapidly increasing to accommodate the demanding requirements of AI workloads, driven by the exponential growth in AI model parameter counts.
industrial networking and the industrial internet of things (IIoT) by offering a cost-effective, simplified, and future-ready solution for connecting devices and sensors. SPE is a technology that is still in its early stages but is rapidly gaining traction due to its ability to transmit data and power over a single twisted pair of wires, reducing complexity and cost while increasing efficiency. • SPE simplifies wiring by using only one pair of wires, reducing the amount of cables, conduits, and cable trays needed, especially in industrial settings. This translates to lower installation and maintenance costs. • SPE extends Ethernet's reach to the field level, enabling seamless communication between sensors, actuators, and other devices in industrial
to traditional air cooling. This method allows for higher density computing and reduced energy costs by more effectively dissipating heat. There are several approaches, including direct-to-chip cooling and immersion cooling, each with its own advantages and its own requirements.
• Types of Data Center Water Cooling Include:
º Direct-to-chip Cooling º Liquid circulates directly over the heat- producing components, like processors via a cold plate. º Immersion Cooling º Servers are fully submerged in a dielectric fluid (like a specialized coolant). º Closed-loop Systems: º Pre-assembled units with a closed loop of coolant, often called all-in-one (AIO) systems. º Open-loop systems: º User-designed systems with individual components. Enterprise ICT environments are increasing in complexity. Emerging technologies like IoT/ IIoT, edge computing, cloud computing, and smart building initiatives mean that ICT infrastructure manages more data and encompasses more networks, systems, equipment, devices, and users than ever before.
• Shift to Higher Speeds:
º From 400 Gbps to 800 Gbps: Data center networks, especially for AI applications, are quickly transitioning to 800 Gbps, with 1.6 Tbps on the horizon. º Dominance of 800 Gbps: By the end of 2025, most switch ports in AI back-end networks are expected to be 800 Gbps, increasing to 1.6 Tbps by 2027. º Rapid Growth: The 800 Gb Ethernet (800GE) technology is anticipated to have the fastest ramp-up in data center history due to AI/ML demands. Frontend networks are also experiencing rapid speed migration. These networks that connect AI clusters to the rest of the data center and users for inference are also seeing significant growth. This means shifting to an AI Cluster-compatible network, computing, and storage for ICT infrastructure companies. This results in a significant financial opportunity for building and servicing edge data centers with AI technology. Traditional networking architectures are often inadequate for the unique demands of AI workloads. AI clusters require networks designed to handle high bandwidth, low latency, and east-west traffic patterns. The trend in AI cluster port speeds is one of continuous and rapid acceleration, driven by the increasing size and complexity of AI models. This necessitates the optimization of advanced networking technologies and architectures for AI workloads.
and building automation. This includes applications in robotics, automotive, and aerospace.
• SPE facilitates the connection of devices and sensors to the cloud, supporting the growth of the IIoT and enabling advanced functionalities like predictive maintenance and remote monitoring. • SPE supports power over data line (PoDL), allowing for both data transmission and power delivery to devices over the same single pair of wires, eliminating the need for separate power cables and reducing complexity. • By simplifying wiring and enabling remote monitoring and management, SPE can lead to increased operational efficiency and reduced downtime in industrial environments. • Standards like IEC 63171-6 and IEC 63171-7 are being developed to ensure interoperability and facilitate the widespread adoption of SPE. Data Center Liquid Cooling Data center liquid cooling typically uses water or specialized dielectric coolants to remove heat from IT equipment, offering a more efficient alternative
Single Pair Ethernet (SPE) Single pair Ethernet (SPE) is poised to revolutionize
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